“Transforming the traditional, product-driven – into the modern, market-led!”

Highly regarded and respected, with an outstanding UK/International reputation and customer base – our client is a long standing traditional contract engineering business, in transition. They are leveraging the quality of their brand, pipeline and workforce by creating a paradigm shift from reactive capital product sales to proactive solution partnering....adding value all through the contract/product life cycle. It is a broader, more consultative model encompassing new product development, service & maintenance (and eventual replacement) in one solution envelope. The ambition is to achieve controlled, sustainable growth for all stakeholders based on thru-life value, customer relationship and a sharp focus on margin optimisation. The platform is in place.

The role is for an energetic, proactive, solution-sales leader to take this re-modelled value proposition to the market (and engage with it profitably). The remit is to be both thought and functional leader i.e. architect / articulator of sales strategy & market message, but also deliverer and engager of new business instructions. The requirement is both “hearts and minds” – planning and driving, motivating and monitoring both NBD and Marketing teams to sell and deliver the new proposition. The responsibility is tactical and operational – writing good business, running a tight sales team to deliver sales cost-effectively. It’s about sales, volume, price and gross margin, portfolio mix, customer acquisition and retention, cost to serve, product/project/contract life cycle and building a living portfolio / pipeline of prospects and contracts (with a constant risk alert to margin). It’s also about influencing operational management to have “joined up “ thinking in terms managing profitability.

They want someone special – capability being more important than qualification... but to have credibility and currency in the Aerospace, Energy and Oil & Gas domains - it’s likely that you will have an engineering degree & professional qualification / MBA. Moreover, a proven sales leadership track-record in a divisional capacity within a corporate or in leading a consultancy/design house, is a given; as is demonstrable experience of shaping a robust sales team. A tall order maybe, but this is not just a job, it’s a pivotal career opportunity.

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